The Pipeline (Basic System)

Learn how to work your Pipeline in Professional manner:

A Pipeline is a sequence of events (meetings and presentations) with the purpose of creating interest and momentum towards becoming a Partner or a Customer.

Why is this important?

Working with a well-defined, tight Pipeline is the professional way to build your business. It will save you tons of time and stress because you don’t have to think about what to do next. This means that you will reach your goals much faster and with less effort (the Weekly “sprint” described below will demand 7-10 hours pr week).

The 4 Events in the Partner Pipeline:

  1. SP (Short Presentation)
  2. BP (Business Presentation)
  3. PP (Product Presentation)
  4. EM (Evaluation Meeting)

The 2 Events in the Customer Pipeline:

  1. PP (Product Presentation)
  2. EM (Evaluation Meeting)

The Golden Rules of Pipelines:

  • Always have short intervals between the events so that your prospects don’t lose interest and momentum (24 to 48 hours is optimal and no longer than 7 days). Always invite to the next event (and always the EM also when you’re inviting for the BP or the PP).

The Weekly Sprint (Partner Pipeline):

  • The week before: Gather 10 to20 names on a list for the next week (new prospects and people from your follow-up list).
  • The Friday to Sunday before: Invite the 10 to 20 people on your list for a SP in the following week’s Pipeline during the first 3 days of the week (study skill #2 Inviting).
  • Confirm meetings: When you have a commitment for a meeting, send the prospect a message confirming the meeting and the Zoom link.
  • Reconfirm meeting: On the day of the meeting, send the prospect another message, again confirming the meeting and the Zoom link.

Now you have prospects in your Pipeline…

  • SP (Short Presentation): In the beginning and with family and close friends, you should always bring your coach. The agenda of this meeting is to (re)connect, elicit dreams and motives, and talk about what we have and do in general terms, relating it to the prospect’s dreams and motives (study Skill #3 Presenting). Eventually, invite the prospect to the next BP (get commitment and then also set an EM within 48 hours after BP).
  • Confirm BP & EM: After the meeting, send a personal message confirming the BP and the EM, maybe one or two links to more information if you promised so, and the Zoom link again.
  • BP (Business Presentation): This is the full story: the product categories, the company, the income potential, and how to get started. Please don’t invite new prospects to the BP before they have had an SP (unless they already have experience with direct sales).
  • PP (Product Presentation): This presentation is for customer-only prospects and for partner prospects who want to know more about the products before committing to becoming partners. The customer prospects can be invited directly to this event, and partner prospects will be invited during BP the day before.
  • EM (Evaluation Meeting): The agenda for this event is Q&A, re-elisting the prospects’ dreams and motives, connecting them to our business opportunity, and asking for commitment: “What do you think? We’re ready to help you get started, are you ready to get started together with us?” If prospects raise objections like money, time, selling, or pyramid concerns, then use closing techniques (study skill #5 Closing).

After the Pipeline: The prospect either gets signed up and goes to onboarding (study skill #6 Onboarding) as soon as possible, or they go to follow-up (study skill #4 Following Up).

And it never gets more complicated than this.

In short:

  • If it’s a Customer Prospect, invite them directly to the PP and remember to also set the EM.
  • If it’s a Partner Prospect, invite them for a SP first and then for the BP and EM (this is to make it soft on them and having more exposures).

Note: Prospects not responding or who do not wish to proceed to the BP automatically go to follow-up. Don’t lose anyone ever!

Weekly Tracking:

There will usually be a loss in your Pipeline, meaning that not everyone invited gets all the way to the EM. Our task is to tighten our Pipeline to minimize the loss in each step. Keeping track of what happens to the “invitees” in a given week tells you what you need to study to get better:

  • Example 1: If you invite 10 and only get 2 to the first meeting, you know that you have to study Skill #2: Inviting.
  • Example 2: If you don’t feel you have any prospects to invite, you know that you’ll need to study Skill #1: Prospecting.

Tighten your Pipeline:

  • Invite in bulks of 10 every week and trace and calculate your ratio.
  • Ask for help with presenting in SP and closing in EM.
  • study all 6 Business-Building skills until you can teach them.

Imagine that you, after a while, have 25 partners in your team doing the Weekly Sprint with 10 prospects each… It will change your life! And it starts with you.

Quiz for Learning

  1. Why do you think it’s important to keep the intervals between the events in the Pipeline short?
  2. Why is it important to also set the EM when you invite to a BP or PP?
  3. Why is it important to follow a system?

Get Better: